Cold Calling Essentials
Gary D. SealePrincipalTrucon Business Development
Cold Calling EssentialsHave the Right Tools Viable CRM and the Knowledge to use it Computer and screen Remember personal ergonomics Strong Wifi or line connection
Cold Calling EssentialsHave the Right ToolsKeyboard skills or yellow padGive yourself a physical/mental breakReminder Scrip in front of youScrip available for copy paste and resending w/graphics
Cold Calling EssentialsThe ProcessIntroduction callAsk for a specific name if at all possibleAsk permission to proceed – listen closelyIntro with name, company, a why answer or
primary differentiating capabilityYou have 45-60 seconds!Ask permission to send a follow up e-mailSend e-mail ASAPLog in CRM – Set follow up date
Cold Calling EssentialsHave the Right Attitude As the saying goes, 90 percent of every thing in life is attitude. . Before you ever pick up the phone, you need to have the right
attitude. Before you make a call or sit down to type an email, the first
thing you should do is get your head wrapped around the concept.
You have the skills to sell in any situation. It doesn’t matter if it’s 58 cents or $58
Cold Calling Essentials
Believe in Your Product You’ve got to believe in what you’re selling. You’ve got to believe your product is worth at least 10 times
the money and the time your prospect will invest in it. Sell yourself before trying to sell anyone else
Cold Calling Essentials
Be Persistent You’ve got to be willing to keep call ing people back again and
again until you reach them and they are willing to speak with you.
InsideSales.com research has shown that on average, reps give up after only 1.3 con tact attempts. That’s not enough. Stats reveal contact attempts of 8-12 times may be necessary.
Cold Calling EssentialsMaster the Pitch You’ve got to have your pitch down. That’s why scripts are
valuable and important. Whenever you’re making a sales call, whether it’s two minutes
or 14 minutes, you need to know your goal. What are you hoping to get out of that call? Is it to close a
deal? Is it to find out who the decision makers are? Is it to get an appointment?
Know your goal and tailor your pitch accordingly, because each of these calls will require a slightly different approach.
Cold Calling EssentialsThe Significant Differentiating Claim We do our best to provide call scripts with a strong
differentiating message. Your claim has to be something a pros pect cannot regurgitate
and a competitor cannot imitate. In other words, your prospect can’t ignore your claim and your
competitors can’t match its value. Your claim must become a hook that sinks so deep in the client
that it literally creates a picture they can’t erase. Nobody buys anything except for one reason, to solve a
problem
Cold Calling Essentials
Self Control Before making a cold call, many people complain of nervous
jitters. No one likes rejection, but that’s part of the sales process. Every sales professional should remember that with each call,
they have everything to gain and very little to lose. Great salespeople know this and it serves as a powerful
confidence booster and motivator. - Trust God
Cold Calling Essentials
The Best Value Every salesperson must believe they have high value,
regardless of price. What that means is you have to convince yourself that even if
you’re four times the price tag, you’re still the best value. Understand what makes you better. Why should someone buy
your product or service over anyone else’s, even when it’s pricier? Drive home your differentiator!
Cold Calling Essentials
Respect Your Prospects Treat everyone with respect. Sales reps who are calling people all day can start treating new
prospects like the last eight people they failed to sell. This is a big problem with cold calls.
You need to start fresh with every call and treat each new prospect with respect.
Cold Calling Essentials
The Database – Target Market Trucon works diligently to provide a database that is composed
of prospects that meet the target demographic for each customer.
No database is perfect and there will be employees who have left the company, bad numbers or companies that have gone out of business.
It may be necessary to adjust the database if it is discovered that the database is not directed at a viable group of prospects.
Trucon Business Development
512-219-6677www.truconbd.com
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